powerful tools to change the game in your most important deals Lax, David A. creator Sebenius, James K. 1953- text bibliography mau Boston, Mass Harvard Business School Press c2006 2006 monographic eng

print

vi, 286 pages : illustrations ; 25 cm. In 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, David Lax and James Sebinius urge bargainers to look beyond tactics at the table. Indeed, persuasive tactics are only the "first dimension" of the author's 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers." "Packed with practical steps and engaging examples, 3-D Negotiation demonstrates how superior setup moves plus insightful deal design can enable you to reach remarkable agreements once you arrive at the table - deals that would be unattainable by standard tactics, no matter how skillful."--Jacket Overview: 3-D negotiation in a nutshell Negotiate in three dimensions Do a 3-D audit of barriers to agreement Craft a 3-D strategy to overcome the barriers Set up the right negotiation, "away from the table" Get all the parties right Get all the interests right Get the no-deal options right Get the sequence and basic process choices right Design value-creating deals, "on the drawing board" Move "northeast" Dovetail differences Make lasting deals Negotiate the spirit of the deal Stress problem-solving tactics, "at the table" Shape perceptions to claim value Solve joint problems to create and claim value 3-D strategies in practice: "let them have your way" Map backward to craft a 3-D strategy Think strategically, act opportunistically David A. Lax and James K. Sebenius. Includes bibliographical references (p. [255]-267) and index. Negotiation in business Negociación en los negocios HD 58.6 L425t 2006 658.4/052 1591397995 (alk. paper) 9781591397991 2006007901 http://www.loc.gov/catdir/toc/ecip0610/2006007901.html http://www.loc.gov/catdir/toc/ecip0610/2006007901.html DLC 060308 20240507151526.0 14292189 eng